Bright Lights of Hidden Agendas
There are many salesman that try to pass hidden agendas off on the phone. Understanding that just because we don't tell them what they are doesn't mean that they don't already know. There are many signs to your hidden agendas that are heard and felt by the prospect. And while I am quite sure they are not intentional-the prospects might not feel that way.
So here are a few things you can do to change the bright lights of the hidden agendas:
Change the your thought process before you even make your calls: If you are placing a call and thinking of the sale you often sub-consciously think only of that sale. However if you think of merely making two-way conversation and getting a positive response in your cold calling you will avoid a lot of sub-conscious sabotage.
Focus on the prospects issues and how you can help: Focusing on the issues your prospect is having currently and how your product and service can benefit them you will show them you are serious about helping them and not lining your own pockets. They than will see that your only agenda is to help them.
Losing your Sales script: Many sales scripts are set up to push the sale. When you use these scripts you become the pushy salesman and not the sales advisor. Showing the client the pushy side of your sales will cause the bright light to ding and they will see your hidden agendas. Show them who you really are and be conversational. Let the conversation flow naturally and be honest so you can build trust with the prospect.
In the end it is up to you to show them what type of salesman you are and learning to look at cold calling in insurance selling as an opportunity to find potential prospects instead of sales will help you get truthful positive results. Being you in Insurance selling will help you gain the prospects trust and respect. Though we are creatures of habit it is up to us to learn to change with the times.
Although it is difficult the more respect you give to your prospects the more they will trust you now and in the future. This will save you time and money in the long run. Building relationships with your prospects will help you gain relationships with their associates and friends as well. Eventually cutting down on your cold calling in the near future. The way you treat them now will reflect on you as well as your company and each person adds to the positive or negative image they build over the years.
Ari Galper, founder of Unlock The Cold Calling Game makes cold calling painless and simple. Learn his cold calling secrets that even the sales gurus don't know. Listen to a free cold calling audio seminar, visit http://www.UnlockTheGame.com
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